Negotiations conducted using which of the following modes of communication are more likely to reach integrative (win-win)outcomes and more balanced distributions of surplus?
A) e-mails
B) telephonic conversation
C) face-to-face
D) instant messaging

Question

Quizplus · Accepted Answer

Face-to-face communication allows for better nonverbal cues, active listening, and a deeper understanding of the other party's perspective. This can lead to a more collaborative and integrative negotiation process and a more balanced distribution of surplus. E-mails and instant messaging lack the personal touch and can easily lead to misunderstandings, while telephonic conversations may lack the visual cues and body language necessary for effective communication.

Negotiations Conducted Using Which of the Following Modes of Communication